- Classroom Training
- Virtual Training
8 - 12
Who makes decisions at the client’s company? What are the most important motives of that person? Who influences decisions and what are their preferences? And last but not least, How do they perceive us and our services?
In spite of the differences between the companies, the challenges are very similar in every B2B situation: how can company ensure that it reaches and captures the top potential clients that will provide the lifeblood to company? And as soon as it gets their business, what are the ways to maximize their presence? To reach these goals requires a systematic approach, careful planning and conscious relationship management.
The course is designed to develop these specific sales skills of Business-to-Business sales people that will allow them to increase either the probability of acquiring a new customer or to increase the amount of business with an existing customer.
During the course, besides the essential theories of the Buying Cycle, the Decision Making Units (DMU), customer typology and the Client Matrix, the participants prepare cases for two of their customers in Develor’s company Matrix, and the designed strategies they can implement immediately after the course.
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Over the past period, remote work and online communication have become the new routine in the lives of many teams. This virtual distance brought a new set of challenges not only in how to successfully operate, but also in how to maintain team spirit, the feeling of togetherness, and improve collaboration&communication.
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